The 2020 Mid-Year Economic Update_long

The Future of Relationship Selling: The Gorilla in the Room, part 2

The economics of relationship selling are changing, and that means distributors must change, as well. This article – part 2 in a series on the role of the distribution sales rep – examines that change and paints a picture of the future of field sales, including its role, function and purpose for the successful distributor. Part 1 examined what’s driving the shift and why distributors should act.

Join Indian River Consulting Group and MDM for Sales GPS, a live event on the future of field sales. Learn more at SalesGPS2017.com.

This article includes:

  • The difference between market-makers and market-servers
  • Relationship disruption in distribution
  • The sales rep of the future

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  • Changing Channels Demand New Models
  • The New Realities of Training
  • Move Beyond Sales Training
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